Final Customer Purchasing from an Intermediary of the Product

Use Steps: Use steps include all the Final customer’s activities to find the appropriate product category at the Intermediary, to choose among the alternatives to the product and to take delivery of the product.

2. Emotional: Segment customers according to the personal emotional needs of the segment.

A. Needs for comfort and status

2. Status in the community.

Need for affiliation: Find segments of customers who wish to identify with a particular group in the society. They want to be a part of a group that has:
Distinctive style or appearance

On the cutting edge

No. SIC Year Note
1 5331 2000 Target is known for its flashy fashion on its cheap household items and clothing. It is now trying its hand in the food business as it is stocking roasts, seafood, gourmet pastas, and sauces.
2 5331 2004 Four ways that Target maintains a stylish allure in the superstore business are: mixing high style with low prices; resurrecting brands in decline; co-branding with high-profile partners; and building boutique products into big names.
3 5621 2005 Speed-to-market is all-important to retailer Forever 21. The store has at most nine months to cash in on a craze before it fades. When ponchos started reappearing on trendsetters in early January 2004, Forever 21 had them in stores in 45 days.
4 5699 2003 Unlike Hot Topic's teen clothing competitors, its merchandise is selling fast. Its sales were $115.7 million in the 2nd quarter of 2003, which was up 25% from the year before. Same-store sales rose 5.2% and transactions per store were also up.
5 5699 2003 Hot Topic has an unique niche within the teen clothing market because of its edgier look. "There's a limited number of companies that are serving this differentiated niche right now. It seems to be the most successful niche in retail."
6 5699 2003 Hot Topic staffers regularly attend concerts by up-and-coming and established bands to scout fashion trends. The store reimburses store clerks for concert tickets if they write up a fashion report afterward.
7 5699 2003 The teenage market is difficult to corner because product popularity changes quickly. To succeed you must keep with the trends, and Pacific Sunwear accomplishes that by asking customers and managers what brands are hot.
8 5699 2003 Music is the primary influence on teen fashion. Hot Topic's bread and butter is T-shirts featuring bands few people have ever heard of. It also carries nipple rings, white makeup and long, vinyl Matrix-like coats.

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